Show Them It’s Worth It: How to Measure Sales Compensation ROI

Posted by Jason Huhn on Fri, Jul 28, 2017

With companies spending up to 10% of their revenue or more on sales compensation, CEOs are bound to ask their sales compensation leaders to demonstrate a sufficient return on investment, and when it happens to you, you better have an answer. A boost in sales revenue compared to the dollars spent is the most common measurement of sales comp ROI, but should that be the only one?  


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And the Award Goes To...

Posted by Jason Huhn on Mon, Mar 06, 2017


A nightmare that has likely woken up many an Oscars producer in a cold sweat became a reality at this year’s awards ceremony: An Oscar was awarded to the wrong nominee. As we all probably know by now, announcers Faye Dunaway and Warren Beatty mistakenly awarded the Oscar for best picture to the producers of La La Land, but the producers of Moonlight were the true winners. This mistake was an embarrassing moment for the Academy of Motion Picture Arts and Sciences and many others.


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When Bad Incentives Happen to Good People

Posted by Jason Huhn on Fri, Oct 14, 2016


Many of us have heard about Wells Fargo’s phony account scandal by now in which the bank reportedly fired about 5,300 employees in its retail banking division over the past few years for creating more than two million fake accounts. These unauthorized ghost accounts were designed to inflate sales credit for Wells Fargo employees, helping them exceed quotas and earn more incentive dollars. It’s estimated that the fraudulent accounts generated about $2.6 million in fees at the expense of the bank’s customers, which the bank has agreed to repay.  


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